Hey there Croners! Welcome to the 30th episode of The Prospecting Masterclass, the original Pipenora column that gives you insights and tips right from the best minds in sales.
You have surely already seen this guy on LinkedIn and if you haven’t, how’s the weather on Mars?
, Co-Director of Wham! (UK’s 2nd Best Sales Agency) is a sales pro with great sense of humour and sales knowledge.
Hey Jack! quick one to get started: 5 words to describe yourself...
Obsessed with sales and death.
Can you give us a brief overview of your career? How did you land on sales?
My first sales job was at 16.
I walked into a telesales environment and the boss slammed the yellow pages on the desk – start at the back or the front.
I was awful: I could book appointments but they were awful.
I spoke too much and thought I was Del Boy.
Over the next 14 years, I worked in sales on and off while trying to make a career in music. Eventually, Covid hit and I decided to start taking sales more seriously.
What's your sales routine like? What keeps you motivated?
Motivation is rubbish – I try to focus on discipline.
I focus on what I can control and when it’s no longer in my control I let go.
Detaching from the outcome is the biggest game changer when sticking to a structure and remaining calm.
How do you manage the fear of rejection when cold calling?
I like to remind myself that no one has ever died from cold calling and as bad as it might feel at the time, in about 10 minutes I’ll be completely over it.
I know that there’s more to gain than lose from cold calling – reverse engineer everything.
What would you suggest to someone to get the most out of cold calls?
Listen back to calls, read, write, get feedback, roleplay – go above and beyond to get better.
None is coming to save you: it’s up to you to sort your own life out.
Do you have any quote/book/resource that inspires your work?
Check out these books:
– Chris Voss
You can’t teach a kid to ride a bike at a seminar – David Sandler and
Gap Selling – Keenan
